Managing Indirect Channels - Webinar for ASAP Association

1. Jay McBain jaym@channeleyes.com jmcbain

2. OF WORLD TRADE FLOWS INDIRECTLY

3. BOOKS ON DIRECT SALES BOOKS ON INDIRECT SALES

5. From contracts to rules of engagement, portal and PRM management to co-marketing and MDF return of investment. From segmentation to capacity planning, distribution, multi-tier and margin matrix. From managing back-end dollars to conflict. From education, training and certification to solution alignment and communication. From pre- and post-sales and technical support to fraud, partner satisfaction and endless customizations. From community management to motivation, loyalty and partner-friendly value propositions. From deal registrations to running partner advisory councils. From development of battle cards and competitive education to driving co-branding, co-selling and co-marketing initiatives. From controlling global branding to delivering a demo, try-and-buy and loaner program. From producing partner friendly product roadmaps to securing sales in, sales out and end user reporting from dozens of partner segments. From managing industry, geographic and technology verticals to optimizing distribution routes to market. From simplifying growth and new customer programs to making sure that your company is protected from gray and black markets. From administering international rules, regulations and legislation to ensure all collateral, communication and media is translated around the world. From observing pricing and fairness laws and norms to making sure the program is represented across social media, email, web, newsletters, and search engines. From attending dozens of tradeshows to publishing whitepapers, e-books, technical briefs and reference books. From integrating the PRM, portal and other tools into the companies back end to mediating internal conflict and deference. From representing the company in industry associations, peer groups and expert panels to making sure that RMA’s, rebates, MDF and loyalty payments are issued correctly. From engaging the industry media and bloggers to making sure that Channel Account Managers are deployed and managed correctly. From budgeting, forecasting and benchmarking to nurturing, converting and recruiting. From developing and accelerating top partners to developing an MVP program. From educating internal stakeholders to being the external face of the company. From extending floor financing, credit terms to ensuring the appropriate recognition program is in place.

6. IN IT PARTNERS SINCE 2008 RETIRING IN NEXT 10 YEARS WILL BE MILLENNIALS BY 2024

7. CLOUD, SAAS, MANAGED SERVICES, RECURRING REVENUE AND A CHANGING CUSTOMER SPEND

9. LESSONS FROM PAUL REVERE ABOUT PARTNER RECRUITMENT

10. SECRET TO REACHING THE CHANNEL

11. CHANNEL MARKETING

12. APPLYING DANDELION & COMMUNITIES STRATEGY

13. HINT: THIS HASN’T CHANGED

15. 1. Computers will be more human 2. Networks will be ubiquitous 3. The web will be smart 4. Little devices will think 5. Software will be smarter 6. Internet economy will take over 7. You’ll look at computers in a new way 8. Entertainment will be virtual 9. Your identity will be digital 10. Moore’s Law will continue to rule

16. 1. Computers will be more human 2. Networks will be ubiquitous 3. The web will be smart 4. Little devices will think 5. Software will be smarter 6. Internet economy will take over 7. You’ll look at computers in a new way 8. Entertainment will be virtual 9. Your identity will be digital 10. Moore’s Law will continue to rule

19. STOP MANAGING THE CHANNEL WITH YOUR GUT START MANAGING WITH SCIENCE INTRODUCING POWERED BY CHANNELEYES